Successful onboarding plays a critical role in getting your team member on the path to success! Before a new team member joins, please review the onboarding process so you know what to expect and can help set expectations with your new hire! The onboarding page has a lot of great resources including links to the Sales specific onboarding issue.
For more information on the onboarding process, please feel free to check out the Onboarding Education Session and AMA we had with Sales leaders on June 3, 2020:
Review Account Plans
Regularly review account plans with your team. Quarterly reviews of the account plan(s) are recommended. For more information, review the Account Planning Coaching page.
Review Command Plans
Regularly review an aggregate of your team's Command Plans in this Salesforce Report. This will allow you to scan your team's progress on both a macro and micro level and identify possible information gaps or obstacles that can hinder an opportunity.
Regularly leverage the Command of the Message and MEDDPPICC Sales Manager Materials (internal only).
Strategic Coaching
Celebrate your wins and socialize success stories to help with motivation across teams
Continue to leverage your fellow managers for feedback and input on what is working well
Lead with “Why” in team and 1:1 rep discussions (GitLab has done a good job of explaining “Why” for GitLab organizationally, but managers will want to ensure that daily interactions lead with “Why” for teams and individual reps)
Enable partner sellers to jointly run deals leveraging Command of the Message and MEDDPPICC
Conduct Command of the Message and MEDDPPICC refresh sessions covering 1-2 slides/tools per week
